How much of a rise has virtual selling made in the recent years?

A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually. In May 2020, 71% said they were conducting more than half their sales virtually. That’s an increase of 163%.

As more companies and sales teams are transitioning to a remote setting during the pandemic, what other key insights can we gain from this study?

Due to COVID-19, the concept of virtual selling has become increasingly important. In a study by RAIN Group titled “The Pandemic’s Impact on Reason for Missing Sales Goals”, the authors surveyed sales reps, managers and business-to-business executives in May 2020 about how their work had been impacted by COVID-19.

The research showed that nearly all respondents (97%) indicated that their sales process had been affected by the pandemic, with the biggest challenge being “having to manage remote selling of highly complex products.” To succeed in this new environment, sales reps must focus on developing a strong virtual presence while building relationships with customers over distance. This can include using digital tools to reach out as well as actively engaging in social media platforms. The results of this study are valuable in understanding how businesses are adapting to a socially distant world, offering insights into changing sales strategies and practices. This article will discuss the key takeaways of RAIN Group’s survey and the implications it has for the current climate.

RAIN Group’s survey found that businesses have shifted their focus to virtual selling, increasing digital investments and adding automation to their sales processes. These changes were experienced by all sizes of companies, reinforcing the need across the industry to transition from traditional in-person interactions to more remote interactions. It also highlighted that nearly half of decision makers prefer virtual sales as a long-term solution.

More 2020 Stats

According to HubSpot, the length of a sales cycle decreased by an average of 15% when virtual sales tools were used.

More Sales Trends Stats

Today, 97% of consumers go online to research products and services.

48% of salespeople never even make a single follow up attempt.

Companies that are experiencing the most growth generate 40% more of their revenue from tailored engagements than those expanding slowly.

According to a study by Salesforce, the average B2B deal size has grown by 20% in 2021 compared to 2020. This is likely due to companies increasing their spending as they look for more innovative solutions to solve their challenges.

56% of sales professionals get leads from existing customer referrals.

57% of C-level buyers prefer to be contacted via phone.

Even with a return to in-person lifestyles, only 20% of B2B buyers say they hope to return to in-person sales.

According to HubSpot, the length of a sales cycle decreased by an average of 15% when virtual sales tools were used.

44% of salespeople give up after one follow-up call.

43% of sales professionals say email is the most effective channel for selling.

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